Enhance your Scorecard performance dashboard

Who can use this: Business admin

Available on: Enable

Ideal for: RevOps

Required permissions: Manage dashboards

The Scorecard performance template gives you a ready-made dashboard of scorecard results. We recommend adding to it:

• Revenue column: Compare each team member's average score with their revenue, to explore whether coaching quality connects to results.

• MEDDPICC questions: Track the average score for each part of the MEDDPICC methodology, using your own scorecard questions.

• MOR scorecard: Separate your manager coaching results from your other scorecards.

• Scorecards given: See how many scorecards each manager completes, to gauge coaching effort.

Each addition is separate, so you can do as many or as few as you need.

Note:

Scorecard answers are visible to anyone with access to the dashboard, but access to the call the scorecard is based on (including all call details) is restricted by permissions set in the permission profile.

Before you begin

• Generate a dashboard from the Scorecard performance template. Learn how to create a dashboard from a template.

• Your company needs the Enable plan.

• Keep your scorecard names and question wording at hand. Several steps match them exactly.

Add a revenue column to Average score per team member

The Average score per team member widget compares each team member's average overall score with the number of scorecards they received. To add revenue next to those scores, first create a revenue metric, then add it to the widget.

Step 1: Create a revenue metric

Required permissions:

Manage metrics

The revenue column shows a number from your deals, so start with a metric that measures one, for example the total deal amount or the average deal size.

To create a revenue metric:

1. From the left sidebar, click Admin center.

2. In the Settings tab, click Metrics on the Data studio card.

3. Click New metric, and select Basic metric.

4. Set the Base object to Deals, and in What's aggregated and how, select how to aggregate the number, such as sum or average, and select a revenue field to measure, such as the deal amount.

5. (Optional) Under Apply conditions, add a condition to scope the metric, for example to deals in one sales stage.

6. Enter a clear name for the metric, and click Save.

Tip:

Learn more about creating a basic metric.

Step 2: Add the metric to the widget

Add the revenue metric you just created as a third metric on the widget, so each team member's score sits next to their revenue.

To add the revenue metric to the widget:

1. From the left sidebar, click Dashboards, and open the Scorecard performance dashboard.

2. Click the More actions icon on the Average score per team member widget header, and select Edit widget.

3. Click + Add metric at the top of the settings panel, and select your revenue metric.

4. Leave Measure against target and Assign display colors to value ranges unselected for the new metric.

5. (Optional) Click Add description, and explain that the revenue column shows a possible relationship between coaching and revenue, not proof of one.

6. Click Save.

Note:

Use the revenue column to spot patterns between coaching and results, not to prove that one causes the other. A team with high scores and strong revenue may simply be larger, sell different kinds of deals, or work with different customers.

If a team shows N/A, it had no deals that match the revenue metric in that period. It doesn't mean zero.

Match MEDDPICC performance to your scorecard questions

The MEDDPICC performance widget shows the average score of one scorecard question in each column. The first three columns come set to specific question wordings, so a column can come up empty if your scorecard words the question differently. Point each column at the matching question on your scorecard.

To match a column to your scorecard question:

1. From the left sidebar, click Dashboards, and open the Scorecard performance dashboard.

2. Click the More actions icon on the MEDDPICC performance widget header, and select Edit widget.

3. In the settings panel, find the metric section for the column you want to change.

4. Under its filters, set Scorecard Question Text to the question as it's written on your scorecard.
   Note: The filter matches the question text exactly, so copy the wording from your scorecard.

5. (Optional) Click the more options icon on the metric card, and rename the column to the MEDDPICC element it measures, for example Quantify metrics.

6. Repeat steps 3 to 5 for each column. The fourth column comes without a question set, so either choose one the same way or remove the column.

7. (Optional) Add to the widget using the following options:

   • Another MEDDPICC element: Click + Add metric, select Average question score, and set its question filter as above.

   • Sample size: Click + Add metric, and select Scorecards received (#), so viewers can see how many scorecards each average is based on. Leave color ranges off for this metric.

   • Revenue: Click + Add metric, and select the revenue metric you created for the revenue column. Leave Measure against target and Assign display colors to value ranges unselected.

8. Click Save.

Focus Manager behavior scorecard on your MOR scorecard

The Manager behavior scorecard widget shows the average overall score for each team member across all scorecards. If your managers score one-on-ones or coaching sessions against a Manager Operating Rhythm (MOR) scorecard, filter the widget to that scorecard so the results reflect manager coaching quality.

To filter the widget to your MOR scorecard:

1. From the left sidebar, click Dashboards, and open the Scorecard performance dashboard.

2. Click the More actions icon on the Manager behavior scorecard widget header, and select Edit widget.

3. Click + Add filter, and set Scorecard Name to the name of your MOR scorecard.
   Note: The filter matches the name exactly. Select the name from the list, which shows every scorecard in your company that hasn't been deleted.

4. (Optional) Click Add description, and note that the widget reflects manager coaching-session quality, not the team members' call quality.

5. Click Save.

Tip:

To see the MOR average as a single number or as a trend over time, add a KPI widget or a Custom chart instead, using Average overall score and the same Scorecard Name filter.

Show how many scorecards each manager gives

The Scorecards given per manager widget counts the manual scorecards each manager completes, which shows coaching effort at a glance. Manual scorecards are the ones a person scores, so the count leaves out scorecards that the AI Call Reviewer completes automatically.

To check how the widget counts scorecards:

1. From the left sidebar, click Dashboards, and open the Scorecard performance dashboard.

2. Click the More actions icon on the Scorecards given per manager widget header, and select Edit widget.

3. Under Breakdown by, make sure the first breakdown is Scorecard Scorer.
   Note: Scorecard Scorer is the manager who gave the scorecard. Don't use Scored user here: it counts the team members who were scored, so the widget would show team member activity instead of manager activity.

4. (Optional) Refine how the widget appears using the following options:

   • Visualization: Select Table or Vertical bars.

   • Trend over time: Add a second breakdown by date, by weeks or months, to see each manager's scoring activity over time instead of only a total.

5. (Optional) Click Add description, and note that the widget reflects manager coaching effort, not team members' performance.

6. Click Save.

Frequently asked questions